Resolving the PLC integration conflict
January 2001
PLCs, DCSs & Controllers
The automation market has undergone many changes since the early micro PLC - with handheld programmer days. Applications have become larger and more complicated, and the distributor has had to put in place technical infrastructures for the programming and support of these systems. Some distributors have large networks of systems integrators through whom all retail and integration business is channelled.
Other distributors have selected to supply direct to end-users and to integrate the systems themselves. However, conflict will arise when a distributor goes into direct competition with systems integrators for the installation of the end-user's preferred product.
It could be debated that the selection of the end-user's preferred product is due to the distributor's marketing and support efforts. This therefore gives the distributor the right to decide which integration projects and sales it desires for itself and which it will let other systems integrators sell and integrate. This policy, however, leaves other systems integrators no alternative but to seek other products for their engineering applications so that they may be competitive. This situation is not conducive to good business and is likely to have a negative effect on the end-user of the product.
TM Automation recognises that it is not possible to supply the systems integration market with the product and then compete for the engineering projects.
The different needs of all sales partners must be considered in setting up any distribution network comprising of wholesalers, systems integrators, OEMs and end-users. Different, predetermined discount structures must enable the network of recognised sales agents and systems integrators to supply end-users, while not forcing other systems integrators or end users through this sales network.
The Toshiba distribution franchise for Europe, the Middle East and Africa has been privatised and awarded to TM Automation (UK). A marketing and support office has now been opened in Johannesburg. This office will support current Toshiba distribution outlets in South Africa whilst expanding the network of sales partners and systems integrators for the distribution of Toshiba PLCs, inverters and flowmeters.
TM Automation
(011) 867 2737
[email protected]
Further reading:
Megatech is expanding
PLCs, DCSs & Controllers
Megatech SA has been importing high quality industrial plant equipment and spare parts since 2016. Based in KwaZulu-Natal, the company specialises in electrical and mechanical equipment and instrumentation.
Read more...
Powerful and versatile IIoT controller
ifm - South Africa
PLCs, DCSs & Controllers
The IIoT controller from ifm is a powerful, communicative and flexible PLC solution in machine and plant digitalisation.
Read more...
ACTOM Industry to upgrade drive and control system
ACTOM Electrical Machines
PLCs, DCSs & Controllers
ACTOM Industry secured an important contract to upgrade the drive and control system of a man-winder at a gold mine in Ghana.
Read more...
Powerful and versatile IIoT controller
ifm - South Africa
PLCs, DCSs & Controllers
The IIoT controller from ifm is a powerful, communicative and flexible PLC solution in machine and plant digitalisation.
Read more...
ACTOM Industry to upgrade drive and control system
ACTOM Electrical Machines
PLCs, DCSs & Controllers
ACTOM Industry secured an important contract to upgrade the drive and control system of a man-winder at a gold mine in Ghana.
Read more...
MCCs for local and international markets
Iritron
PLCs, DCSs & Controllers
With a history of delivering large engineering projects globally, Iritron has over 20 years’ experience in designing motor control centres (MCCs) built to the highest international specifications.
Read more...
Deep learning based component inspection in the automotive industry
Beckhoff Automation
PLCs, DCSs & Controllers
Achieving the shortest possible inspection times – even when working with different components – is paramount when it comes to series production. This is precisely what stoba Sondermaschinen achieved with its optical inspection system, which is based on deep learning, and features the Beckhoff XPlanar planar motor system at the conveyor system core.
Read more...
Case history 189: Poor furnace temperature control.
Michael Brown Control Engineering
Editor's Choice PLCs, DCSs & Controllers
Many process engineers do not appreciate the importance of flow loops in their unit controls. A senior process engineer once told me that flow loops need not be tuned well, as they generally have little effect on the more important and much slower loops like temperatures and pressures.
Read more...
PLCs and PACs simplify data acquisition
PLCs, DCSs & Controllers
Data acquisition, data logging and data analysis are required functions for most modern industrial control systems. The simplest and lowest cost way to provide these functions is often by using the same platform that’s providing real-time control, namely the PLC or the programmable automation controller.
Read more...
Enhanced perimeter defence solution
Emerson Automation Solutions
PLCs, DCSs & Controllers
Emerson is improving perimeter security for the DeltaV distributed control system with its new NextGen Smart Firewall, a purpose-built control system firewall designed to provide easy-to-install and maintain perimeter security for all industries.
Read more...
printer friendly version